Buy Buy Buy
A long time ago, I sold cars.
And when I started selling, I just did what they told me.
Ten step sales process.
Part of which was to choose a product.
Then we’d “butterfly” the car.
Pull it put, park in a large open space.
Open up the doors, the trunk, the hood.
And lead the customers around the car while giving a long, hopefully entertaining and persuasive sales pitch.
“Well Mr. Customer, this car has plutonium tipped spark plugs, and what means for you is you’ll get that extra push of nuclear powered acceleration when you need to merge onto the freeway…”
A long series of “features” (plutonium tipped spark plugs) and “benefits” (what this means to you is…”)
But this didn’t really work so well.
Every time any one of us would butterfly a car, it would be like doing your best at open mic night.
Many people go to open mic night just so they can heckle.
Some dudes like to get “pitched” by sales people just so they can heckle.
So I searched for a better way.
Breakthrough
I read a few books, and came across the idea of asking them what want FIRST.
Not just the kind of car and color, but ALL their criteria.
All the non-tangential reasons they want a new car.
The emotional reasons they want a new car.
I remember the first time I tried this “enlightened” sales.
I talked to some kind of “squirrely” lady, whom I’d otherwise not have take seriously.
But I just wandered around the car lot with her, asking her about all these “emotional things.”
And we came across a car she was looking for.
And I explained it to her in HER terms.
Her language, her reasons.
I didn’t even get the keys, pull it out and butterfly.
She listened patiently looking at the car while I talked.
Then she looked at me, smiled and said:
“Sounds good, I’ll take it.”
No haggling over price.
Insider, paperwork, keys, thanks, ma’am, have a nice day!”
Easy Peasy
Boom!
All humans have unmet desires.
A basic premise of economics is we all have UNLIMITED desires.
Everybody you see is walking the Earth with unlimited desires.
And most of those folks are living lives of “quiet desperation.”
Everybody feels like NOBODY CARES about our deep desires.
But we all HAVE them.
And these desires are very, very basic.
What happens when YOU turn off your ego, and simply talk to people about those deep desires you know EVERYBODY has?
Magic.
That’s what.
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